‘sales coaching’

I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve. You failed to engage the customer in a discussion about their past…...

My first car was a used 1979 Honda Civic. Five-speed manual. Cracked dashboard. Brown. She was a beauty. At 60 horsepower, there was no possibility of burning rubber. Yet, my mother relentlessly warned about the dangers of driving too fast: “Speed kills, young man!”In modern sales, it’s the opposite. Deal…...

Turning an ember into a flame takes skills. But any fool can throw water on enthusiasm.Source - Read More at: leadershipfreak.blog10 characteristics of discouragement that are profoundly insightful . I challenge anyone to read these and tell me they do not ring true. Better still, 7 easy ways to BUILD MORALE. This one needs…...

Whether you want to hire new salespeople for your company, or want to improve your current sales team, one of the most important things you can do as a sales manager is determine what it is you are looking for in your ideal salesperson.There are a number of qualities that…...

Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales opportunity. A lot of right’s, right? At face value, this seems like a straightforward task. Have a Sales Enablement charter. Build the right sales plays and…...

The calendar has quickly turned to February. Sales teams are shaking off their SKO hangovers and back building pipeline and closing deals. We’ve been busy in the field, too. During the past month, Brevet has conducted over client 100 ride-alongs and sales call reviews. We’ve been alongside reps in such…...

Why does a salesperson lose a sale?It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets…...

Creating feedback that is truly useful requires more care and attention than is typically invested. Like any skill — chess, golf, learning Mandarin — offering strategic developmental feedback requires that we pay attention to and do many things effectively and simultaneously. Given the opportunity to help others develop and become more effective,…...

Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served.They’ve most likely been in the sales world themselves and been an excellent sales person.But this doesn’t mean they will necessarily make it as a manager or director of business.Indeed, there are many…...

The majority of buyers already read three to five pieces of content before talking to a rep. And as time goes on, buyers are only going to consume more content.But not all content is created equal. It's becoming more common to find prospects who've been misinformed or misled by subpar sources --…...

When I started managing, I was focused on things such as ...Gaining trust from my teamUnderstanding what motivated each one of my team members to work with me and at the companyEnsuring I knew sales forecasting fundamentalsFinding scaleable training initiativesManaging my time effectivelyBuilding a team-wide vision and enabling team unityDefining…...

The key to winning is being great EVERY time. Consistency plays great and pays great. How consistently great are you?Source - Read More at: blog.salesinanyminute.com13 great analogies to remember. Giving thought to what you need to do to improve your game and then repetitive action/practice is what will improve your skill set,…...

The last thing any manager wants their team members to do is dread coming to work each day. Because people spend the majority of their time at work, it is important managers do all they can to make that time enjoyable, exciting and well-spent.A dictatorial manager who lacks empathy or…...

"You can do it!"When's the last time someone said that to you? In the daily grind of sales, you might not always receive words of motivation from your managers, because they get pushed to the wayside as calls and meetings pile up.So think of this list as your personal cheerleader.…...

At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do…...